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Why ABM is Such a Hot Topic

Account-based marketing (ABM) is getting a lot of buzz, and for good reason. Companies with sustained ABM initiatives are seeing positive, measureable results. As Marketing Land notes, “companies...

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Are You a Box Checker? Why a Key Account List is Just the First Step of Your...

Here’s a sad but true tale of missed ABM opportunity. A Fortune 100 company spends months of man-hours—and invests in various data analytics tools—to slice and dice their account data. The goal is to...

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What LinkedIn Isn’t Telling You

LinkedIn is beyond amazing. Those who remember what it was like before LinkedIn know that it has transformed so many aspects of business, especially recruiting and sales. When people complain about...

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CXO Selling: 5 Things You Need to Succeed

If there’s anyone you want to approach to sell your products and services it’s the person with the power to say yes. The person who directs strategy and knows what is in play and how to pull the purse...

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What Real CXO Insight Looks Like… And How to Connect The Dots

What do you know about the organization and the CXO you’re concentrating on winning as a customer? What insights do you have that help your sales and marketing teams better understand their prospects...

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Why Your CXO Events Aren’t Paying Off… And Five Ways You Can Improve

Before I started Boardroom Insiders I worked as a consultant to some of the biggest tech companies in Silicon Valley, helping them improve their return on investment in industry events. Along the way...

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The State of Women CIOs in 2016

Is there a glass ceiling for women CIOs in the U.S.? Looking at the results from a Korn Ferry study as well as our own analysis of women tech leaders in the Fortune 500, it’s beginning to feel that...

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Don’t Let Spinoffs Spin Out Your Customer Relationships

Are any of your customers involved in corporate spinoffs? Sales and marketing people are always advised to keep an eye on potential mergers and acquisitions among their customers, but we don’t usually...

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Nailing the First Five Minutes of a Business Conversation

It’s 2017 and IDC sees a future where CXOs are going to be more central than ever to critical technology buying decisions. According to IDC FutureScape: Worldwide IT Industry 2017 Predictions: Over...

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